Sales Director, A&D Sales

Find•Herndon, VA

1d•Hybrid

About The Position

Exostar is seeking an experienced Sales Director to lead its Aerospace & Defense (A&D) sales team. Reporting directly to the VP of Sales, this quota-carrying sales leadership role manages a team of four to eight Account Executives selling SaaS subscriptions of the Exostar Platform to A&D prime contractors and their supplier base. The role leads the CMMC compliance go-to-market sales team within Exostar’s A&D business unit and owns the team’s pipeline, forecast, and revenue results.

Requirements

Bachelor’s degree in business, marketing, finance, or a related field.
8+ years of B2B SaaS sales experience, including at least 3 years in a quota-carrying sales leadership role managing Account Executives.
Documented record of leading sales teams that met or exceeded quota.
3+ years of experience selling to Aerospace & Defense companies, Defense Industrial Base suppliers, or Federal Government prime contractors.
Proven success recruiting, hiring, and developing high-performing sales talent.
Strong forecasting and pipeline management skills, with proficiency in HubSpot or a comparable CRM.
Excellent executive presence, communication, and presentation skills.
Ability to travel as needed to meet customers, attend industry events, and work with team members.

Nice To Haves

Working knowledge of CMMC 2.0, DFARS 252.204-7012, and NIST SP 800-171 and their effects on A&D suppliers.
Working knowledge of Supply Chain Solutions, Supplier Management & Onboarding, and Secure Collaboration Solutions.
Experience leading teams that sell cybersecurity, compliance, or identity and access management solutions.
Established network across A&D prime contractors and their supplier base.
Experience implementing a structured sales methodology such as MEDDICC, Challenger, or Solution Selling.
Experience building or scaling a sales team in a growth-stage company.

Responsibilities

Manage, lead, coach, and develop a team of four to eight Account Executives to meet or exceed quota.
Recruit, hire, and onboard Account Executive talent as the team grows.
Run weekly one-on-ones, pipeline reviews, and deal strategy sessions; coach Account Executives on live opportunities.
Set performance expectations, track activity and results, and address underperformance promptly.
Own the team’s quota and deliver accurate weekly, monthly, and quarterly forecasts to the VP of Sales.
Build and execute the A&D territory and account plan, including target account assignments and coverage across prime contractors and their supplier base.
Ensure the team creates and maintains sufficient pipeline coverage to achieve its quota.
Engage in strategic deals, executive meetings, and negotiations to help close large and complex opportunities.
Drive disciplined use of HubSpot CRM and a consistent sales methodology across the team.
Partner with marketing, demand generation, and the SDR team on campaigns and conversion of MQLs to SQLs.
Collaborate with pre-sales, product, customer success, and contracts teams to shorten sales cycles and improve win rates.
Share market and competitive insights with sales leadership to inform product and go-to-market strategy.
Represent Exostar at A&D industry events and build relationships with prime contractors, industry associations, and partners.
Serve as a trusted advisor to A&D suppliers on CMMC and NIST SP 800-171 requirements.
Ensure compliance with company policies and government regulatory requirements.